No matter where you are, it’s pretty obvious that content marketing is having a moment lately. A Content Marketing Institute study found that 58% of B2B marketers are planning on...
Ah, the ego. Sometimes the ego gets in the way, and is a burden to deal with. Either your ego, or someone else's. But sometimes, the ego is your biggest...
Last week, I talked with Jill Konrath about her newest book - Agile Selling. Jill described her prior books - Snap Selling and Selling to Big Companies as the "how"...
Over these last 6 years we have made many more mistakes than have had successes, but based on these unsuccessful attempts is how we have really learned. That is the...
If you are, stop it now! Most of the sales messages that I see or receive are overly "me" centric and are focused on what companies and their sales people...
If you are a fan of professional football and you watch the game on television, you’ve probably seen this: The player scores a touchdown in the end zone and starts...
The Changing Face of Business As the business world evolves, so must the businessperson. Adapting to the new way to research our prospects and networking partners, identify rapport-building insights and...
Prescription without diagnosis is malpractice – it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years. (more…)
That’s Latin for “we’re doomed”. At least those of us in the sales profession that continue to work the status quo while holding on for dear life. And employers, too,...
Social selling success breaks down into 3 buckets: Strategy Skills Execution Basically, you need a plan, sales and technology skills, the right technology to support your goals, consistent execution and...
We’ve talked in the first two posts about how the digitization of everything is disrupting marketing and changing the face of commerce. Organizations are having to change the way they operate, and...
Over at LinkedIn, Sr. Social Marketing Manager Koka Sexton is working his creative magic once again. He has curated 50 quotes related to sales, social media and social business. Worth...
You missed the number. Now you have to address this issue. People want to know how you will solve the problem. How will you communicate to the board and shareholders that...
Getting a list of key influencers is your industry is the easy part. There are countless "most influential" lists out there, not to mention social media rankings and other tools...
Studies tell us that we are now using email more than any other of form of communication Email seems to have taken over our lives. When did this happen? Was...
By almost any measure, Jerry Seinfeld is among the most successful comedians, writers, and actors of his generation. What's most impressive about Seinfeld’s career, however, is the consistency with which...
Getting people to genuinely care about your company is the ultimate goal of all marketing communications strategies—it’s also the difference between casual and strong brand preference, and by extension near-...
Each Google search pulls up hundreds of thousands, if not millions, of results. But did you ever think about just how those results get there?
When looking for ways to improve business, so often what’s looked at includes the latest sales statistics, or how to more efficiently manage the operations of the company or cut...
Here are three tips for getting started with the right way to think about your content, whatever it may be, and how to better approach the local market you seek.
Here is a contact management strategy that can generate more high value leads than almost every other lead generation method combined. When a prospect changes jobs (you may notice a...
In Part I and Part II of Jill's Value Proposition series, we've learned all about what a value prop is and the components that comprise it. Today, in Part III,...
The model used in this article recognizes and tries to measure the fact that stories align and focus resources, and they drive performance. As a marketer and storyteller, I think...
Business drivers, movement words, and metrics (use of industry statistics) are the three major components of the value proposition. In Part II, Jill Konrath breaks the value proposition into its...
One of the biggest reasons businesses struggle in today’s market is because they have weak value propositions. Over and over again, people who sell deliver ineffective statements about the value...